Absolute Beginner's Guide to Winning Presentations

by Weissman, Jerry

Edition: 1st

ISBN13: 9780789731210

ISBN10: 0789731215

Format: Paperback

Pub. Date: 2004-03-23

Publisher(s): Que Publishing

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Summary

Jerry Weissman, world-renowned guru of the corporate presentation and best-selling author, offers everyone, even absolute beginners, the benefit of his experience and expertise in crafting and delivering unforgettable speeches. Using the author's practical advice and step-by-step methods from his best-selling book,Presenting to Win, anyone can master the difficult task of communicating a call-to-action to others, be it a new customer, an employer, or an audience of hundreds.The key to Weissman's philosophy is discovering what in the presentation represents the "Aha!" moment for the audience. Instead of focusing on flashy PowerPoint gimmicks or crafting facts to prove a point, this book walks the reader through the entire preparation process from brainstorming ideas and creating a story to preparing the slides and delivering the speech.Using case studies from his work with companies like Yahoo!, Intel, Intuit, Cisco Systems, and Microsoft, Weissman demonstrates the techniques that have won him the respect and confidence of high-powered CEOs from around the world. After using this book to craft a high-quality message, even the most timid beginner will perform like a top-dollar, persuasive presenter with the audience feedback to prove it.

Author Biography

Jerry Weissman, top corporate presentations consultant and author, is founder of Power Presentations, Ltd.

Introduction	p. 1
Your Point Is More Important Than PowerPoint	p. 7
Why Present?	p. 9
Presenting Is Storytelling	p. 10
A New Approach to Presentations	p. 10
The Psychological Sell	p. 13
So What Is the Point?	p. 17
The Problem with Presentations	p. 17
The Power Presentation	p. 19
Persuasion: Getting from Point A to Point B	p. 20
Starting with the Objective in Sight	p. 21
Audience Advocacy	p. 22
Shift the Focus from Features to Benefits	p. 23
Understand the Needs of Your Audience	p. 23
Getting Aha!s	p. 25
You and Your Audience	p. 27
What's in It for You?	p. 27
WIIFY Triggers	p. 28
The Danger of the Wrong "You"	p. 31
Creating Your Story	p. 35
Finding Your Story: Creative Brainstorming	p. 37
The Data Dump	p. 38
Left Brain Versus Right Brain	p. 39
The Speaker Is Out of His Right Mind	p. 40
Leaving the Left Brain Behind	p. 41
Managing the Brainstorm: the Framework Form	p. 43
Point B	p. 43
Audience	p. 43
Setting	p. 45
A Form for the Framework	p. 46
Managing the Brainstorm: During the Session	p. 47
The Spirit of the Brainstorm	p. 49
Roman Columns: The Technique of Clustering	p. 50
Some Clustering Happened While Walking Around the Forum	p. 51
Constructing Your Own Columns	p. 51
Splat and Polish	p. 52
Focus Before Flow	p. 54
Plotting Your Story: Flow Structures	p. 55
Mapping Your Idea Forest	p. 56
The Sixteen Flow Structures	p. 57
Modular	p. 58
Chronological	p. 59
Physical	p. 59
Spatial	p. 60
Problem/Solution	p. 62
Issues/Actions	p. 63
Opportunity/Leverage	p. 64
Form/Function	p. 65
Features/Benefits	p. 66
Case Study	p. 67
Argument/Fallacy	p. 68
Compare/Contrast	p. 68
Matrix	p. 69
Parallel Tracks	p. 69
Rhetorical Questions	p. 70
Numerical	p. 71
Selecting the Right Flow Structure	p. 72
Guidelines for Selecting a Flow Structure	p. 74
The Presenter's Individual Style	p. 74
The Audience's Primary Interest	p. 75
Innate Story Factors	p. 75
The Established Agenda	p. 75
Esthetic Sense	p. 75
The Four Critical Questions	p. 77
Starting Your Story: Capturing Your Audience Immediately	p. 79
Why Are We Here Again?	p. 80
Seven Classic Opening Gambits	p. 80
The Question	p. 80
The Factoid	p. 82
The Retrospective/Prospective View	p. 82
The Anecdote	p. 83
The Quotation	p. 87
The Aphorism	p. 87
The Analogy	p. 88
Compound Opening Gambits	p. 90
Linking to Point B	p. 90
USP	p. 90
Proof of Concept	p. 91
Set 'Em Up, and Knock 'Em Down	p. 91
Tell Them What You're Going to Tell Them	p. 93
Link Forward from Point B	p. 94
Forecast the Time	p. 94
90 Seconds to Launch	p. 97
Showing Your Story	p. 99
Communicating Visually	p. 101
Visually, It's a Dump	p. 102
The Proper Role of Graphics	p. 102
Presenter Focus	p. 104
Less Is More	p. 106
Perception Psychology	p. 106
Graphic Design Elements	p. 110
Making the Text Talk	p. 113
Bullets Versus Sentences	p. 114
Wordwrap	p. 115
Crafting the Effective Bullet Slide	p. 116
Minimize Eye Sweeps with Parallelism	p. 118
Using the Build	p. 119
Bullet Levels	p. 120
Verbal Style	p. 122
Use Possessives/Plurals Correctly and Sparingly, If at All	p. 122
Keep Your Font Choices Simple	p. 123
Proportional Spacing	p. 124
Visual Style	p. 125
Text Guidelines	p. 128
Making the Numbers Sing	p. 131
The Power of Numeric Graphics	p. 132
Bar Charts	p. 132
Pie Charts	p. 135
Typography in Numeric Graphics	p. 137
The Hockey Stick	p. 138
Subtle? Yes, But...	p. 140
Using Graphics to Help Your Story Flow	p. 141
The 35,000-Foot Overview	p. 142
Graphic Continuity Techniques	p. 144
Bumper Slides	p. 145
Indexing/Color Coding	p. 149
Icons	p. 151
Anchor Objects	p. 155
Anticipation Space	p. 158
Presenter Focus Revisited	p. 162
Graphics and the 35,000-Foot View	p. 163
Telling Your Story	p. 165
In Front of the Room: Bringing Your Story to Life	p. 167
Verbalization: Shout It Out!	p. 168
Spaced Learning	p. 170
Internal Linkages	p. 173
Twelve Internal Linkages	p. 173
Reference the Flow Structure	p. 174
Logical Transition	p. 175
Cross-Reference	p. 176
Rhetorical Question	p. 176
Recurring Theme	p. 177
Symmetry	p. 177
Mantra	p. 177
Internal Summary	p. 178
Enumeration	p. 179
Do the Math	p. 179
Point B Reinforcement	p. 180
Say Your Company Name	p. 180
Internal Linkages in Action	p. 180
Phraseology	p. 181
Practice Really Does Make Perfect (or At Least Gets You a Whole Lot Closer)	p. 185
Customizing Your Presentation	p. 187
A Face in the Crowd	p. 187
The Illusion of the First Time	p. 189
External Linkages	p. 190
Direct Reference	p. 191
Mutual Reference	p. 191
Ask Questions	p. 192
Contemporize	p. 193
Localize	p. 193
Data	p. 194
Customized Opening Graphic	p. 194
Gathering Material for Customization	p. 195
Prior to Presentation Day	p. 196
On the Day of the Presentation	p. 196
External Linkages in Action	p. 198
The Big Time: Putting It All Together	p. 201
It All Starts with Your Story	p. 202
Practice, Practice, Practice	p. 203
Every Audience, Every Time	p. 204
Appendix	p. 207
Tools of the Trade	p. 209
Using the Storyboard Flow Form	p. 209
The Presentation Environment	p. 211
Presentation Checklists	p. 213
The Four Critical Questions	p. 213
WIIFY Triggers	p. 214
Seven Classic Opening Gambits	p. 215
Sixteen Flow Structures	p. 216
Twelve Internal Linkages	p. 217
Seven External Linkages	p. 218
Five Graphic Continuity Techniques	p. 219
Index	p. 221
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